Senior Relationship Manager

ABOUT THE ORGANIZATION

SMBC MANUBANK was formed by a group of banking entrepreneurs in June 1962. Our scope is to serve the specialized needs of California middle-market businesses, manufacturers, wholesalers, distributors, importers, exporters, and service companies, including small businesses and professionals.

The anticipated salary range for this role is between $166,000.00 and $215, The specific salary offered to an applicant will be based on their individual qualifications, experiences, and an analysis of the current compensation paid in their geography and the market for similar roles at the time of hire. The role may also be eligible for an annual discretionary incentive award. In addition to cash compensation, SMBC offers a competitive portfolio of benefits to its employees.

Our mission is to be "the bank of choice" for middle market and professional service companies by establishing long term customer relationships and loyalty, providing superior products and services through a core of highly skilled and seasoned bankers.

To achieve our mission to be the 'bank of choice' for middle market and professional services companies, we are focused on our vision to be the premier California regional business bank that can provide the sophistication and expertise of a larger institution with the personal 'high touch' services of a smaller bank.

Specialties:

Commercial Loans and Lines of Credit, Asset-Based Financing, SBA Loans, and Specialized Financing, Real Estate Loans, Cash Management Services, International Services

As part of the Diversified Industries vertical, the Relationship Manager will be pivotal in managing key banking relationships for assigned middle market clients. This role involves prospecting new business opportunities and collaborating with internal partners to enhance client relationships. Acting as a "trusted advisor," the Relationship Manager engages in executive-level client contacts to assess comprehensive banking needs and deliver tailored banking insights and solutions. The position drives financial performance through profitable revenue growth and quality credit management. Additionally, the Relationship Manager seeks new middle market clients with borrowing needs ranging from $5 million to $25 million and annual revenues exceeding $50 million.

Serves as the trusted advisor to clients, functions as the Middle Market client "expert" and the go-to-person providing differentiating consult, ideas, and options for the largest and most complex clients. Champions and leads business development efforts by developing a clear and holistic understanding of the client's or prospect's business and industry. Performs client reviews to ensure the bank provides relevant solutions as clients grow and adapt.

• Develops and maximizes established referral network. Proactively prospects for new clients and identifies ways to expand existing relationships in collaboration with internal partners. Identifies opportunities and partners to structure, coordinate and sponsor credit and non-credit solutions.
• Maintains active prospecting effort, including identification, qualification and calling. Consistently balances prospecting efforts and quality client maintenance responsibilities.
• Makes decisions on loans and terms within established lending limits. Analyzes credit to determine the ability of customers and prospective customers to qualify for ensuing borrowing requirements.
• Follows-up on current loans to ensure compliance with internal procedures and other required terms.
• Studies middle market industrial, economic and financial situations relating to new or existing business as part of prudent business development and portfolio management disciplines.
• Maintains current knowledge of the Bank's loan policies and Risk Rating System.
• Follows all Bank policies and procedures, compliance regulations, and completes all required annual or job-specific training.
• Maintain a working knowledge of Bank's written policies and procedures regarding Bank Secrecy Act, Regulation CC, Regulation E, Bank Security and other regulations as applicable to this job description.
• May be asked to coach, mentor, or train others and teach coursework as subject matter expert. May perform other duties as assigned.

• Bachelor's degree in business, finance, or related field (or equivalent experience)
• More than 10+ years of relevant Middle Market lending experience
• 5+ years' experience in Asset Based Lending (ABL) preferred
• Experience with cashflow lending is a plus
• 4+ years of high-performance experience serving commercial clients with $50 million+ annual revenue preferred.
• Proven track record of success in developing new business, growing market share and establishing/growing a quality supportive network.
• Expert credit acumen (accounting, financial statement, understanding business and understanding of operational cash flow) with the ability to support the most complex deals. Working knowledge of the bank's systems and policies applicable to underwriting and portfolio management.
• Thorough knowledge of bank's risk-rating system, credit products and underwriting policies. Exceptional working knowledge with structuring credit products to middle market business in diverse industries with complex ownership structures.
• Excellent relationship management and business development abilities, analytical and problem-solving skills, sales skills, and credit and credit quality skills.
• Confirmed superior client relationship and internal partnering skills. Ability to work effectively with individuals and groups across the company to manage customer relationships.
• Demonstrates excellent written and verbal communication and presentation skills.
• Possesses strong computer skills including use of the Microsoft Office suite with the ability to learn new business software, as needed.
• Ability to train and present to small and large audiences.
• Ability to negotiate/collaborate with Senior Credit Officers on credit terms and structures.
• Experience with syndications, asset-based lending, capital structure finance, leveraged lending, enterprise value lending, and trade finance.

EOE STATEMENT

SMBC provides reasonable accommodations during candidacy for applicants with disabilities consistent with applicable federal, state, and local law. If you need a reasonable accommodation during the application process, please let us know at

CCPA DISCLOSURE

Personal Information Collection Notice: This notice contains information under the California Consumer Privacy Act (CCPA) about the categories of personal information (PI) of California residents that SMBC MANUBANK collects and the business or commercial purpose(s) for which the PI may be used. We do not sell PI. More information about our collection and use of PI may be found in our CCPA Privacy Policy at Persons with disabilities may contact our Customer Contact Center toll-free at to request the information in this Notice in an alternative format.